Manager, Retail Sales Group

Vanguard•Charlotte, NC

3d•Hybrid

About The Position

This role is responsible for overseeing the execution of the sales and lead generation strategy for Retail, with a specific focus on attracting new high value and high net worth clients and generating advisor consultations among existing clients who have expressed interest in PAS. The manager will foster a culture of continuous coaching, acting as both a learner and teacher in sales techniques to develop their team and achieve business results. This includes providing frequent and ongoing coaching on sales competencies and independent thinking skills, recognizing special skills, highlighting best-in-class abilities, providing analysis and feedback, and suggesting improvements to staff. The manager will also monitor sales crew calls for coaching purposes, personally participate in the sales process, and model desired behaviors and results. Additionally, they will handle inbound and outbound calls, manage a small book of cases, assist in developing business and sales goals, collaborate with peers and sales professionals to monitor progress, build relationships with internal partners, drive team performance in converting leads, identify market trends and opportunities, and recommend changes to departmental policies and procedures to meet business needs. The role also involves analyzing and resolving complex client issues, reviewing feedback, and participating in special projects.

Requirements

Minimum of five years related work experience.
This job requires a regulatory license and/or registration 7, 66, 24 (e.g. FINRA, state, SFC). These will be determined by Compliance based on role-specific duties.

Nice To Haves

Previous people leadership experience preferred.
Prior experience in sales and business development organization preferred.
Undergraduate degree or equivalent combination of training and experience.
Graduate degree preferred.

Responsibilities

Hires, evaluates, and supervises crew.
Provides guidance and training as necessary to develop crew.
Sets performance standards, reviews performance, and makes informed compensation decisions.
Oversees the execution of the sales and lead generation strategy for Retail, with a particular focus on attracting new high value and high net worth clients and generating advisor consultations among existing clients with an expressed interest in PAS.
Develops a culture of ever present coaching: is a student and teacher in the art of sales.
Provides frequent and ongoing coaching of sales competencies and independent thinking skills to develop and grow their team to achieve specific business results.
Recognizes special skills, highlights best in class abilities, provides analysis/feedback and suggest improvement to staff.
Monitors sales crew inbound/outbound calls for coaching purposes.
Personally participates in the sales process.
Expected to model the desired behaviors, activities and results.
Answers inbound calls, initiates outbound calls and manages a small book of cases.
Assists in the development of business and sales related goals.
Works with peers and sales professionals to monitor and communicate progress towards goals.
Develops close working relationships with all appropriate internal partner groups.
Drives team to convert inbound/outbound sales leads in order to achieve results.
Recognizes VOC, market trends, competitive offerings and opportunities for improvement.
Develops and recommends changes to departmental policies, procedures and workflows to meet changing business needs.
Guides team to maximize opportunities and support the consultative sales model.
Analyzes and resolves the most complex client issues, and reviews internal partner and client feedback.
Participates in special projects and performs other duties as assigned.